Director – Analyst Relations

We are seeking a dynamic and strategic Director of Analyst Relations to lead and execute our Analyst Relations (AR) program while supporting channel partner marketing and customer marketing initiatives in collaboration with the VP of Global Marketing. This role is crucial in shaping our brand perception, strengthening industry relationships, and driving market influence. The candidate should be an exceptional communicator skilled at building relationships and able to coach spokespeople and craft effective pitches.

Responsibilities:

Analyst Relations (Primary Focus)

• Develop and execute a comprehensive analyst relations strategy to enhance visibility and credibility with key industry analysts (e.g., Gartner, Forrester, IDC) to elevate the company brand.
• Builds and maintains relationships with industry analysts and acts as a liaison between analysts and internal stakeholders.
• Cultivate and maintain strong relationships with analysts, ensuring our company is well-positioned in research reports, market assessments, and industry evaluations.
• Lead briefings, inquiries, and analyst engagements to communicate key company messages, market differentiation, and value propositions.
• Synthesize analyst feedback and insights to inform executive leadership, sales leadership, product strategy, and go-to-market initiatives.
• Drive thought leadership opportunities, including participation in analyst summits, research contributions, and strategic positioning in industry reports.
• Communicate company strategy, vision and product direction to analysts. Use analysts’ insights to inform business strategy and decisions.
• Represent Spinnaker Support in a positive light to the analyst community.
• Communicate and collaborate with a variety of stakeholders across the company.
• Prepare reports and presentations to share with internal stakeholders.
• Develop and implement strategies to increase analyst engagement.
• Participate in industry events and conferences.

Channel Partner Marketing

• Work closely with the VP Global Marketing to execute joint marketing programs with channel and strategic partners.
• Align marketing initiatives with partner sales to enhance co-branding, demand generation, and partner enablement efforts.
• In collaboration with creative team, develop content, collateral, and campaigns that support partner engagement, pipeline acceleration, and joint go-to-market strategies.
• Measure and report on the impact of partner marketing initiatives, optimizing efforts for maximum ROI.

Customer Marketing

• Partner with internal teams to strengthen and build customer advocacy programs, including case studies, testimonials, and reference programs.
• Develop and manage customer engagement strategies, such as webinars, roundtables, and executive forums, to deepen relationships and foster loyalty.
• Collaborate with sales and customer success teams to identify high-impact customer stories and amplify their successes through marketing channels.
• Support the creation of customer-centric content for use in analyst engagements, sales enablement, and digital marketing campaigns.

Qualifications:

• 8+ years of experience in analyst relations or public affairs.
• Channel marketing, or customer marketing in the B2B technology sector a plus.
• Ability to travel 10-20% domestically and internationally.
• Proven ability to build and manage analyst relationships with firms like Gartner, Forrester, and IDC.
• Experience in channel partner marketing, working with resellers, service providers, or technology alliances.
• Strong understanding of customer advocacy and engagement programs that drive brand reputation and influence.
• Excellent written and verbal communication skills, with the ability to craft compelling narratives and strategic messaging.
• Highly collaborative, with experience working cross-functionally across marketing, sales, product, and executive teams.
• Data-driven mindset, with experience measuring and reporting on stakeholder engagement impact.
• Strong interpersonal and communication skills with the ability to communicate and influence effectively both internally and externally.
• Thrives in fast-paced environments and can adapt quickly to shifting priorities.
•  A self-starter who can take initiative.
• Strong relationship and interpersonal skills with the ability to communicate both written and oral.
• A constant learner with the capacity to quickly learn new technologies
• Strong communicator with the ability to convey complex ideas with clarity, confidence, and authority.
• This individual must demonstrate high marketing and communications acumen and understand how to connect major elements of marketing to drive unique analysts relationships.
• Proven track record of helping to expand consistent regional sales growth.
• Strategic thinker but highly hands-on in order to execute tactically.
• Strong relationship builder with key stakeholders, and must be an effective internal and external communicator.
• Above average writing and editing skills. Able to provide written content without need for oversight by others. Knows how to adopt and localize available content to enable sales channels.
• Knowledge of critical marketing and sales KPIs and in-depth understanding of how they influence the business.